Today’s topic is how to attract, train and retain talent.  Joining us is Michael Jones, the founder and CEO of Pepperjam Performance Marketing. Pepperjam is a digital marketing and performance technology firm with offices around the globe.


In the second segment of the show, watch as we discuss the importance of aligning the life cycles of your product, company and employees.  When those things are in alignment, you can achieve exceptional results.  


An exercise is proposed for you take out a piece of paper and draw your classic life cycle bell curves for your industry, company, product and key people.  Review the life cycles of each and see how they align or don’t.


It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors.Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year. To request a workshop with a talent expert simply sign up for a MySBI account and check the box in your preferences to request a workshop.


Michael will use the book, Topgrading for Sales, to guide our conversation. During the show, he will answer questions such as:


  • How do you use Topgrading to attract, train and retain talent in non-metropolitan markets?
  • Is the growth objective dependent on exceptional sales and marketing talent, or will great product/industry be sufficient?
  • Could revenue growth accelerate if more investment was made in sales and marketing leadership?
  • How does your sales and marketing talent compare to your competitors, industry standards, and cross industry best-in-class?


Watch as we discuss the controversial topic of whether strong talent is need when your company has a strong product. Michael explains his point of view that product by itself is never enough.  Ultimately people buy from people. Michael passionately shares; “A-Players listen to what clients want, and offer the right solution.  We don’t value our products to the level we value our people.”


Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job




Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.


A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.


Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.




Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.


What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.


What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >